February 12, 2015 / by Don Connelly / Don Guest Authoring at..., Managing the Relationship / 0 comments
What determines your value is not up to you to decide. It is left for the client to decide. And that decision is a lot simpler than you might think.
When selecting an Advisor, three things are of value to a prospective client.
That person must like the Advisor, that person must trust the Advisor and that person must think the Advisor is smart. There is very little else to factor in initially.
Prospective clients generally are not looking for more information.
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How to Get More Referrals
October 12, 2015 / by Don Connelly / Prospecting / 0 comments
Referrals are integral to growing your business. They are one of the most profitable sources of new clients. So asking for referrals is a priority – even if the thought of doing so fills you with trepidation.
In order to get more referrals be selective where you focus your energy. Determine the right time to ask your clients and try these different approaches in order to make asking for referrals more natural – and more productive.
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Differentiate Yourself by Seeing Things from Your Clients’ Point of View
March 23, 2015 / by Don Connelly / Marketing Yourself / 0 comments
Differentiation is one of the biggest challenges financial advisors face. Clients expect you to have solid products, fair prices and a certain measure of performance as standard. But simply having the right credentials won’t demonstrate to them why you are uniquely placed to help them achieve their dreams and goals. If you really want to stand out from the competition you need to fulfill their expectations on another level. Among other attributes, you need to have empathy; the ability to see things from your clients’ point of view.
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How to Convince Someone to Trust You
February 19, 2015 / by Don Connelly / Managing the Relationship / 0 comments
Whether you’re a new or well-established advisor you may find it difficult to establish trust. It’s incredibly difficult to develop trust quickly. How can people know whether you’re honest, sincere and trustworthy when they first meet you? And people today tend to suffer from an inherent lack of trust. Their belief systems about investing have been shattered by a seemingly endless stream of bad news.
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How Much Value Do You Bring as a Financial Advisor?
February 12, 2015 / by Don Connelly / Don Guest Authoring at..., Managing the Relationship / 0 comments
What determines your value is not up to you to decide. It is left for the client to decide. And that decision is a lot simpler than you might think.
When selecting an Advisor, three things are of value to a prospective client.
That person must like the Advisor, that person must trust the Advisor and that person must think the Advisor is smart. There is very little else to factor in initially.
Prospective clients generally are not looking for more information.
Read more